The 4 Pillars of Successful Negotiation (Video Course)
- By Debra Stevens
- Published Aug 18, 2024 by Addison-Wesley Professional.
Online Video
- Your Price: $239.99
- List Price: $299.99
- About this video
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Description
- Copyright 2025
- Edition: 1st
- Online Video
- ISBN-10: 0-13-533685-6
- ISBN-13: 978-0-13-533685-4
2 Hours of Video Instruction
Unlock the secrets to negotiating from a position of strength and confidence
Overview
Negotiating with anyone can feel intimidating, but even more so when it is with someone you perceive to be more powerful than you--such as your manager, a recruiter, or a customer. Being strong, smart, and confident at negotiating is critical to reaching your goals in any field. This course helps you prepare for those conversations, avoid the typical traps, deal with more difficult negotiators, improve business relationships, and achieve ethical win-win outcomes.
This dynamic video course is delivered by Debra Stevens--trainer, coach, keynote speaker, and author--who shows you the ins and outs of being a successful negotiator. Through real-world scenarios role played by a team of business actors, youll see first-hand what to avoid and how to apply effective negotiating strategies.
The course begins with the first pillar, Self-Management and Confidence, which lays the foundation for success by emphasizing the importance of self-assurance and strategic thinking. Through insightful discussions on setting up win-win situations and understanding the delicate balance between relationships and results, you will learn to navigate negotiations with confidence even in challenging circumstances. You will learn how to spot and deal with behaviors that can slow down negotiations and learn assertiveness techniques to safeguard your interests and foster mutually beneficial outcomes.
The course delves deeper into the strategic aspects of negotiation in the second pillar, Build Confidence through Preparation. You will uncover techniques for managing unproductive thinking patterns, effectively planning and preparing for negotiations, and establishing clear boundaries to improve your confidence and negotiation skills. With a focus on strategic preparedness, you will approach negotiations with clarity, conviction, and a competitive edge.
The third pillar addresses the importance of Creating a Positive Environment that encourages positive productive discussions and enhances mutual understanding. You will learn strategies for fostering positivity, understanding the needs of others, and mastering techniques for successful discussions. Armed with these skills, you will elevate your negotiation dynamics, cultivate collaborative relationships, and pave the way for successful outcomes.
Finally, you will unlock the key stages of negotiation in the fourth pillar, The Negotiation Process, and gain practical strategies for proposing, bargaining, and reaching agreements with confidence.
With tips, reflective exercises, and comprehensive supporting materials, this video course empowers you to move beyond conventional negotiation methods, adopt new viewpoints, and embark on a journey toward mastering negotiation skills.
Career Success Series
The Career Success Series from Pearson addresses essential skills for your personal and professional development in the areas of communication, presentation, critical thinking, teamwork, leadership, problem solving, and resilience. These skills are critical for any industry, any job title, and any career stage--whether youre just starting or have been in the workforce for years. Expert trainers deliver practical tools and techniques you can use to enhance your resume, excel in your career, or simply enrich your life skills.
Learn How To
- Set yourself up for a win-win negotiation scenario.
- Recognize and address a lack of confidence in negotiation situations.
- Identify three types of behaviors to avoid in negotiations: passive, aggressive, and passive-aggressive.
- Use assertiveness techniques to assert your interests effectively.
- Understand the rights and needs of both parties involved in negotiations.
- Determine when it is appropriate to influence and when to negotiate.
- Define the reasons behind negotiation strategies and navigate them effectively.
- Manage unhelpful thinking patterns through techniques such as catching, labeling, and reframing.
- Know what to trade.
- Create a positive negotiation environment through effective communication strategies such as questioning, listening, signaling, and floating ideas.
- Analyze strengths, power bases, and the needs of the other party in negotiation preparation.
- Establish clear boundaries and finalize negotiation objectives and parameters.
- Handle dirty tricks and deadlocks.
Who Should Take This Course
Anyone who has to manage multiple stakeholders and negotiate timelines, resources, etc. This course is especially relevant for sales professionals or account managers in any industry who have to negotiate contracts or deals or with suppliers for services or products.
About Pearson Video Training
Pearson publishes expert-led video tutorials covering a wide selection of technology topics designed to teach you the skills you need to succeed. These professional and personal technology videos feature world-leading author instructors published by your trusted technology brands: Addison-Wesley, Cisco Press, Pearson IT Certification, Sams, and Que. Topics include: IT Certification, Network Security, Cisco Technology, Programming, Web Development, Mobile Development, and more. Learn more about Pearson Video training at http://www.informit.com/video.
Sample Content
Table of Contents
Lesson 1: Set yourself up for the win-win
1.1 Never give, always trade
1.2 Relationships vs. Results
Lesson 2: Negotiation When You Are Not Feeling Confident
2.1 Setting up the lack of confidence scenario
2.2 Scenario: How a lack of confidence can derail negotiations
2.3 Analyzing the scenario: Confidence is essential in negotiations
Lesson 3: 3 types of behaviors to avoid in negotiation
3.1 Scenario: Recognizing passive behavior
3.2 Scenario: Recognizing aggressive behavior
3.3 Scenario: Recognizing passive-aggressive behavior
Lesson 4: Use assertiveness to hold your own
4.1 Understanding the rights and needs of others
4.2 Maintaining your rights and needs
Lesson 5: Know when to influence and when to negotiate
5.1 Defining the why and the how
5.2 Navigating the why
Lesson 6: Manage unhelpful thinking
6.1 Catching, labeling, reframing
6.2 Identifying strengths and power bases
6.3 Recognizing dirty tricks
Lesson 7: Plan and Prepare
7.1 Knowing what to trade
7.2 Analyzing the other partys needs
7.3 Prioritizing the issues
Lesson 8: Finalize your boundaries
8.1 Finalizing your wants and needs
8.2 Setting entry and exit points
Lesson 9: 4 Steps to create a positive environment
9.1 Setting up the positive environment scenario
9.2 Scenario: Creating a positive environment
9.3 Analyzing the scenario: A positive environment leads to successful negotiation
Lesson 10: Understand what they want
10.1 Questioning and listening skills
10.2 Signaling
10.3 Floating ideas and solutions
Lesson 11: Techniques for a successful discussion
11.1 Setting up the successful discussion scenario
11.2 Scenario: Facilitating a successful discussion
11.3 Analyzing the scenario: Keys to a successful discussion
Lesson 12: Proposing, bargaining, and reaching agreement
12.1 Setting up the negotiation scenario
12.2 Scenario: Putting together all the tools for successful negotiation
12.3 Analyzing the scenario: Reaching a successful conclusion to the negotiation
Lesson 13: Troubleshoot when things go wrong
13.1 Scenario: Recognizing dirty tricks and challenging attitudes
13.2 Scenario: Identifying deadlocks and blocks
Lesson 14: Review and reflect
14.1 Top tips
14.2 Reviewing your progress
14.3 Using the supporting materials
Summary
Next steps and fresh thinking